Overview
Are you looking for a career that transcends the ordinary? At Concentra, we offer opportunities beyond patient care. As a valued member of our team, you'll be part of our efforts to provide exceptional service to our employer clients and exceptional care to their employees. Our values define our path forward – always working to ensure welcoming, respectful, and skillful care. Join Concentra, and see what makes us different and better.
In this role, the Field Account Executive (FAE) is primarily responsible to facilitate customer and prospect meetings in order to identify and sell Concentra’s suite of services. The FAE is supported by a lead development representative who schedules initial meetings with qualified leads. The FAE will continue the customer through the buying cycle.
Responsibilities
- Strategically evaluates and assess customer and prospect needs through various activities conducted throughout sales cycle
- Analyze organizational charts of prospects and customers to uncover decision makers, influencers, and buying centers to progress the sale
- Thoroughly research decision makers by persona and industry types in order to formulate solution value proposition
- Work with sales leadership to create close plan to include multi-level engagement of customer through various scheduled meetings along the sales process
- Facilitates all customer meetings using various technology
- Identify internal Concentra stakeholders to include in customer meetings throughout the sales process
- Gain formal commitment from customer to utilize Concentra’s services
- Exceed sales targets and expectations
- Coordinate the timely set-up of Concentra Service Package to ensure smooth implementation for customer
- Communicate weekly achievements and customer pipeline status to Concentra leadership
- Meticulously manage a clean, thorough, and up to date sales funnel via CRM in order to forecast customer usage accurately and timely as needed
- Maintain thorough understanding of competitive landscape within territory
This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
Qualifications
- Bachelor’s Degree from an accredited college or university or equivalent experience
- In lieu of an undergraduate degree, the ratio is 1:1 meaning one year of college is equal to one year of directly related work experience in sales and vice versa
- Must be willing to be in the field
Job-Related Experience
- Customarily has at least one or more years of sales experience
Job-Related Skills/Competencies
- Concentra Core Competencies of Service Mentality, Attention to Detail, Sense of Urgency, Initiative and Flexibility
- Ability to make decisions or solve problems by using logic to identify key facts, explore alternatives, and propose quality solutions
- Outstanding customer service skills as well as the ability to deal with people in a manner which shows tact and professionalism
- The ability to properly handle sensitive and confidential information (including HIPAA and PHI) in accordance with federal and state laws and company policies
- Experience with solution and value-based selling
- Demonstrated use of Zoom and/or other customer interacting technology
- Proven successful service sales experience
- Proficiency in all Microsoft Office applications as well as Customer Relationship Management (CRM) software.
- Strong negotiation and consultative sales skills
- Excellent analytical and problem-solving skills
- High ability to manage time effectively
- Outstanding organization and leadership skills
- Effective communication skills
- Exceptional customer service skills
